The Meeting

..when you make your presentation, don't sit the client's team on one side and your team on the opposite, like adversaries. Mix everybody up.

Rehearse before a meeting, but never speak from a prepared text, it locks you into a position which may become irrelevant during the meeting.

Above all, LISTEN. The more you get the prospective client to talk, the easier it will be to decide whether you really want the account.

Tell your prospective client what your weaknesses are, before he notices them. This will make you more credible when you boast about your strong points.

David Ogilvy